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Published byKelley Woods Modified over 9 years ago
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United Country Auction Services Prospecting Techniques for Increasing Listings
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Prospecting Developing Techniques to Increase Listings Overview Standard Practices (101) 1.Local Networking 2.Phone Calls 3.Direct Mailings 4.Local Marketing Best Practices 1.Develop “Birddogs” 2.Developers & REO Managers 3.Presentation Opportunities 4.Live Internet Broadcasts UC Tools (put them to work) 1.Networking 2.Special Confidentials 3.Ancillary Services 4.Listing Presentations 5.Leveraging the Corporate Headquarters Case Study
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Prospecting (standard practices) Local Networking – Buyers and Sellers – Realtors – Attorneys – Bankers – Trust Officers – CPA’s Phone Calls – Cold Call Solicitations – Seller Call ins Direct Mailing – Area Property Owners – Out of Area Owners – Upcoming Auction Brochures / Cards Local Marketing – Signage – Business Cards – Newspaper Ads – Auction Flyers – Website
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Prospecting (best practices) Develop “Birddogs” (Lead Generators) – Choosing the Right Bloodline – High Energy, High Results – If You Don’t Feed Them, They Don’t Hunt Developers & REO Managers – Their in the Spotlight – Developing Solutions They Need Presentation Opportunities – Becoming the SME – Creating the Opportunity – Make it a Sales Presentation Live Internet Broadcasts – Free Broadcasting, Free Exposure – Forces Decision Making Process – Listing Strength – Creates Statistics and Track Records
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United Country Tools (put them to work) Networking – Working with UC Conventional Offices – Working with Non-UC Offices Special Confidentials – They Work if you Keep Working Them Ancillary Services – UC Home Protection Plans – UC Home Mortgage – UC Land Finance – Proxibid – Strategic Partnerships (FFA, DU, RMEF, JD) – EMS-Enhanced Marketing Solutions Listing Presentations – Creating a Presentation for Success – Verticalizing Presentations for Specific Market Segments – Multi-Media Presentations Win Deals – Leveraging the Home Office on Large Projects Leveraging United Country Home Office – Winning Deals with Additional Support – Client Calls with the Home Office – World Class Marketing and Promotion Expertise is only a request away
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Case Study’s Case Study #1 – David Hudgins Wins a Multi-Million Dollar Auction in Tennessee by using the tools, services, and leveraging the home office Case Study #2 – Mike Fisher gains the competitive advantage playing the United Country “cards” to STOP losing any competitive situations Case Study #3 – Larry Theurer leverages his affiliation with United Country to win a 6,800 acre ranch in Nebraska
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Focused Break Out Session Discussion Topic (Listing Auctions): – Discuss “Best Practices” to targeting and contacting prospective sellers Discussion Topic (Listing Presentations) – Discuss “Best Practices” to preparing and presenting an award winning presentation to a potential client Discussion Topic (UC Tools) – Discuss “Best Practices” for resourcing and implementing United Country tools and services in your auction business (Primarily Focused on Listing Property At Auction)
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